Nov 3, 2025
On this episode of The Goats of Growth, David "DMo", Morse, CRO, and best selling author of "The Heart of the Sale--How to Close More Deals with Disciplined Discovery", shares how disciplined discovery is what gives life to successfully closing b2b enterprise deals.
There are many aspects of the
discovery process, certainly too many to cover in one episode, but
at the heart of of the discovery process is what he calls the
"Magnificent 7", which are 7 kinds of questions that need to be
asked throughtout dicsovery--with "Problem Questions" being chief
among them.
This is a must-listen episode for anyone who is paid to sell, or is
paid to manage those who are paid to sell.
You can buy "The Heart of the Sale" Amazon now through this link. And if you're a CRO/VP Sales looking to help your team get better at disciplined discovery, reach out to DMo at yodavidmorse.com
What you’ll learn:
🔹 From Marine to Sales Leader – How military
discipline translates into consistent success in
business
🔹 The Power of Continuous
Improvement – Why the best reps and leaders never stop
evolving
🔹 The Magnificent
Seven – A framework for disciplined discovery and deeper
client understanding
🔹 The Problem
Loop – Identifying the true cause behind business pain
points
🔹 Trust & Timing
– How to build credibility and guide clients through tough
conversations
🔹 Empathy in
Leadership – Balancing toughness with understanding to
inspire high performance